Example: a) Signal "Location is far"
Acknowledge concern: "I understand your concern sir. And certainly there
are locations nearer than this but their prices could also be much higher.
(If the prospect is interested even with higher price, you may decide to
offer another unit that fits his needed location, but if it's beyond
his budget, proceed to:)
Reduce Impact: "But the main highway is accesible by jeep and going
inside is just 5 minutes ride with a tricycle.
Emphasize benefit: So you can enjoy good living in your home with its affordability
and accessibility
Example b) Signal: "It's impressive but the price is quite expensive"
Acknowledge concern: "Well price is an important factor.
Reduce Impact: But with good location, security, and with all the first
class amenities of the subdivision, and yet you can
apply for a long term loan
Emphasize the benefit: So you can enjoy all these features and benefits
at an affordable monthly amortization.